subject: Networking Tips To Attract More And Better Clients (1a) [print this page] Recently, one of my clients contacted me to discuss some very urgent issues related to his small business. He told me that he was not getting enough business even when he had invested top dollars in developing a user-friendly website and sourcing the right marketing materials such as brochures, newsletters, post cards etc. He also expressed his anguish over not getting the right referrals even when he was a member of the BNI (Business Area Network) group.
He was certainly going through a bad phase, but I did not feel even a bit sympathetic obviously, because I truly and sincerely believe that blaming others for your misfortunes is not the right thing to do.
However, since I also firmly believe in diplomacy, I was able to avoid telling him directly that he was the one who is to blame and not the group (BNI), in which he was a member. Instead I used the standard questions and answers sessions to lead him to the answers he was looking for. Eventually, I was able to make him understand the reality that other than him, no one else can ever be held responsible for the success of his business, or the lack thereof.
I would never forget my chance encounter with this client obviously because the ensuing interactions not only helped the client, but also enabled me to understand the most common problem faced by the majority of small business owners. It allowed me to hone my existing skills and enabled me to offer improved services and solutions to my other clients.
So, if you come to me with similar problems, what I would most likely tell you is that the only cost-effective option through which you can increase your clientele is none other than the conventional word-of-mouth networking. I might also help you discover the real meaning of word-of-mouth networking, which in todays context, is inclined more towards the concept of farming as apposed to the general perception of hunting.
What I basically want to tell you is that if you really want to achieve success in todays highly competitive business environment, then you have no other option but to concentrate on word-of-mouth networking that lays stress on developing close, workable, and long-lasting relationships with all the stakeholders of your business such as your customers, referral groups, creditors, etc.
I would also tell you to put in additional efforts, obviously because your competitors may be doing the same and may be doing it better than you. You will never get far just by attending the customary breakfast or lunch sessions of your local business referral group.
If you really want to benefit from word-of-mouth networking, then I would recommend that you develop the requisite amount of boldness by actively participating in all the major events, seminars, and functions conducted by your business referral group. Just let the spotlight shine on you so that other members can see that you really exist and consequently feel more compelled to forge long-term business relations with you.
